Steven Rosen

MAY 28, 2014

Last week I was speaking with a VP of Sales of a well-known software company. George was not pleased with the performance of his sales team and was under intense pressure from the senior team to turn things around. Sales were off in 4 out of 5 regions and he felt that the sales team was just not motivated.

Motivation 319

Motivation Incentives Incentive Coaching 319

Pipeliner

JUNE 8, 2018

Consider two sales scenarios of interest to modern-day Phaedrai: XYZ Company bought a 40-seat software license from CorporateSoft, an ERP software developer. These mixed outcomes are undoubtedly familiar to sales veterans. Sales outcomes are as varied as human phenotypes, making them fiendishly hard to label.

Outsourcing Services 59

Outsourcing Services Decision Maker Licensing Vendor 59

Sales and Marketing Management

FEBRUARY 26, 2019

workers has ranged from a low of 26 percent in 2000 and 2005 to the recent six-month high of 34 percent. Many of the managers, sales coaches and consultants who responded to a query we posted while researching this story said purposeful work is the only way to drive engagement. And these numbers were up from past Gallup surveys.

Insurance 120

Insurance Insurance Commission Lead Rank 120

Tony Hughes

MAY 8, 2019

Back in 2005 when I was Managing Director for an international software company, I developed a simple framework for transforming sales. I handed our leading sales person a commission cheque, for one quarter, of almost $500,000. The results were staggering for our corporation at the the time.

Sales Management 78

Sales Management Commission Salary Margin 78

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker Training

DECEMBER 8, 2020

Subscribe to the Sales Hacker Podcast. Sam Jacobs: This week on the show, we’ve got Luke Rogers, the Vice President of Sales at Instabase. He now leads the sales function at a really promising and high-growing unicorn called Instabase. Learn how modern sales teams with deals, win deals now. We’re on iTunes.

Hiring 119

Hiring Top of Funnel Scale Banking 119

Tony Hughes

MARCH 19, 2018

Back in 2005, Tiger Woods was the biggest winner in the world and he cracked more than $10 million in prize-money earnings alone for the first time in a single year. In 2005 I was running the Australian region of a global software company and we did three of the four biggest deals globally for the corporation.

Forecasting 70

Forecasting Epiphany Competition Lead Rank 70